出口交易的磋商和出口合同的签订.ppt

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1、SchoolofInternationalEconomicsChapter11:ExportBusinessNegotiationandConclusionofContract出口交易的磋商和出口合同的签订SchoolofInternationalEconomicsExportBusinessNegotiationandConclusionofContractGeneralprocedureinbusinessnegotiationConclusionofthecontractSchoolofIn

2、ternationalEconomicsGeneralprocedureinbusinessnegotiationOfferCounterofferAcceptanceEnquiryOfferandAcceptancearethenecessaryproceduresSchoolofInternationalEconomicsGeneralprocedureinbusinessnegotiationEnquiry询盘Enquiryareusu.madebythebuyerswithoutengage

3、ment(无约束力)togetinformationaboutthegoodstobeordered,suchasquality,quantity,price,deliverydateandotherterms.指交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。询盘的内容可涉及：价格、规格、品质、数量、包装、装运以及索取样品等，而多数只是询问价格。所以，业务上常把询盘称作询价。SchoolofInternationalEconomicsGeneralprocedureinbus

4、inessnegotiationKindsofEnquiry“Invitationtomakeanoffer”邀请发盘Theenquiryismadebythebuyer“Invitationtomakeabid”邀请递盘TheenquiryismadebythesellerSchoolofInternationalEconomicsEnquiry询盘“Invitationtomakeanoffer”邀请发盘“PLEASEOFFERNORTHEASTSOYABEAN”“东北大豆，请发盘”，“BOOK

5、ABLEMAXAMBRANDDENTALCREAMLARGESIZEMAX10000GROSSPLSCBLLOWESTPRICEEARLIESTDELIVERYTIME”SchoolofInternationalEconomicsEnquiry询盘“Invitationtomakeabid”邀请递盘“NORTHEASTSOYABEANAVAILABLEPLEASEBID”“东北大豆可供，请递盘”，“CANSUPPLYMAXAMBRANDDENTALCREAMUSD0.50PERPCMARSHPMTC

6、BLRESPIFINTERESTED”SchoolofInternationalEconomicsGeneralprocedureinbusinessnegotiationAttentionwhenmakingEnquiryThebuyersshouldnotgiveawayhisrealintentionsintheEnquiryCanaskformoreinformationbesidesthepricesofthegoodsWillnotbinduponbothpartiesEnquiries

7、shouldbebrief,specific,courteousandreasonableCanbetakenasanintegralpartofthedocumentsandasevidencetohandlethedisputesSchoolofInternationalEconomicsGeneralprocedureinbusinessnegotiationOffer发盘也称报盘、发价、报价Aproposalforconcludingacontractaddressedtooneormore

8、specificpersonsconstitutesanofferifitissufficientlydefiniteandindicatestheintentionoftheofferortobeboundincaseofacceptance.根据《联合国国际货物销售合同公约:“向一个或一个以上特定的人提出的订立合同的建议，如果十分确定并且表明发盘人在得到接受时承受约束的意旨，即构成发盘。SchoolofInternationalEconomicsGeneralpr